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Managing Supplier
Relationships
Workshop Duration
Two Days
Target
Audience
- All Senior and Middle Managers involved in Managing
Business to Business and Supplier Relationships
- High-flying Junior Managers and New Entrants
Deliverables
An understanding of:
- The major types of buyer and supplier relationship
management styles, under different power circumstances
- How success and failure in performance delivery occurs
in each type of relationship scenario
- The major tools and techniques available for
forecasting tensions and resolving crises in buyer and supplier
relationships
Workshop
Structure
Day One:
Understanding Relationship Management Choices
Relationship Management in the Context of Power:
An introduction to The Power Matrix and the exchange
relationship circumstances in which buyers and suppliers find themselves. Plus
an introduction to the Relationship Management Matrix and the four essential
relationship management choices that are available to each party in any exchange
relationship. Introduction to the Relationship and Power Matrix, and its sixteen
relationship management choices.
Break-out Session Mapping Existing Buyer and Supplier
Relationships:
Delegates map out the current power circumstance and
relationship management styles of themselves and a number of their key suppliers
both pre-contractually and post-contractually.
Understanding the Performance Requirements of the
Supplier in any Relationship:
Having mapped the current relationship management
approaches of the buyer and supplier, delegates are introduced to the Relational
Competence and Congruence Matrix. Buyers are introduced to the differences
between competence and congruence performance measures under different
relationship and power circumstances.
Break-out Session Mapping Required Supplier Performance
Metrics:
Delegates map-out the competence and congruence metrics
that are required from their suppliers in key relationships.
Day Two: Building,
Sustaining And Driving Performance In Relationships
Understanding the Bottlenecks to Performance Delivery
in Supplier Relationships:
This session outlines the different performance
bottlenecks that can occur under different types of relationship. A distinction
is made between avoidable and unavoidable obstacles to performance delivery.
Break-out Session Mapping Current Bottlenecks to
Performance Delivery:
Delegates map-out the currently avoidable and unavoidable
obstacles to performance improvement on both the buyer and the suppliers side of
the relationship, and then rank order the ease with which avoidable obstacles
can be resolved.
Developing Buyer and Supplier Enabled Improvement
Relationships:
Having rank ordered the avoidable obstacles to performance
improvement attention is focused on the enablers that will allow for effective
joint relationship assessment, crisis management and goal setting to enable
delivery of agreed performance improvement delivery.
Break-out
Session on Joint Buyer and Supplier Relationship Management Strategies:
Delegates
create an operational improvement migration path to assess and jointly work
through with their suppliers to resolve avoidable conflicts in their current
relationships. |
